Lean Sales and Marketing is just not another extension of Lean into another area of business. if you think that way, you will be marred into product dominant thinking. You must recognize Lean as the pathway into Service Dominant Logic Thinking (Vargo and Lusch (2006)). Lean is used as the vehicle to deliver effective and Read More …
Yesterday, I discussed why we must concentrate on the quality of the leads versus automation and increasing input (Lean Sales and Marketing approach to Productivity). Many organizations choose to spend most of their time and dollars on increasing the input, creating more opportunities more fresh bodies, instead of looking at their work in process. I Read More …
Deming always instructed us that if we improved quality, productivity increased. The economist’s definition of productivity is Productivity = Output / Input If quality is poor, then the output will be less to the extent that bad-quality items exist. The bad-quality items are still around and must be scrapped or reworked. The cost of this Read More …
Actually, I was not able to pull that off. Instead, I interviewed what I consider one of the, if not the best source on Dr. Deming, John Hunter. John has an interesting lineage with Dr. Deming and in the interview, we talked about some of that history and why the thoughts of Dr. Deming have Read More …
It is not the Process, it is the Conversation Joseph Juran observed, “There should be no reason our familiar principles of quality and process engineering would not work in the sales process.” In Management of a Sales Force, a sales process is presented as consisting of eight steps. These are: Prospecting/Initial contact Pre-approach planning the Read More …
I find it interesting to watch as people try to take their product development skills and innovation tactics and apply them to Sales and Marketing. I will admit there are a “few” similarities but what works for development and innovation does not necessarily work for established brands. Even when you go to market with new Read More …